Convergence in Multidimensional, Interdisciplinary, and Inter-Organizational Approaches in B2B Sales Performance Evaluation Research: Systematic Literature Review

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RAZI NASRIN; MOSHABAKI ASGHAR; KHODADAD HOSEINI SEYED HAMID; KORDNAEIJ ASADOLLAH

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Journal: JOURNAL OF BUSINESS MANAGEMENT Year:2020 | Volume:12 | Issue:2 Page(s): 285-314

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Information Journal Paper

Title

Convergence in Multidimensional, Interdisciplinary, and Inter-Organizational Approaches in B2B Sales Performance Evaluation Research: Systematic Literature Review

Author(s)

RAZI NASRIN | MOSHABAKI ASGHAR | KHODADAD HOSEINI SEYED HAMID | KORDNAEIJ ASADOLLAH | Issue Writer Certificate

Keywords

Seller performanceQ1

Sales performanceQ2

Mult-dimensional approach;Systematic reviewQ2

Abstract

Objective: The aim of this study is to systematically study the research literature in the field of B2B Sales performance, identify research gaps and propose suggestions accordingly. Nowadays, the evaluation of B2B Sales performance as a valuable consequence of a job to achieve competitive advantage has been increasingly considered by researchers. In recent years, Sales performance has become a systemic, multidimensional, and inter-organizational approach in terms of changing the nature of sales including the centralized and integrated long-term strategic areas of management and trans-organizational behavior. Sales performance has been proposed and various studies have been conducted in organizations to understand multidimensional phenomena related to Seller performance, but there is no research to systematically review seller’ s performance based on different sales approaches and propose a comprehensive picture of the related literature. For this purpose, the literature and studies conducted in this field need to be evaluated and reviewed systematically...

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APA: Copy

RAZI, NASRIN, MOSHABAKI, ASGHAR, KHODADAD HOSEINI, SEYED HAMID, & KORDNAEIJ, ASADOLLAH. (2020). Convergence in Multidimensional, Interdisciplinary, and Inter-Organizational Approaches in B2B Sales Performance Evaluation Research: Systematic Literature Review. JOURNAL OF BUSINESS MANAGEMENT, 12(2 ), 285-314. SID. https://sid.ir/paper/381949/en

Vancouver: Copy

RAZI NASRIN, MOSHABAKI ASGHAR, KHODADAD HOSEINI SEYED HAMID, KORDNAEIJ ASADOLLAH. Convergence in Multidimensional, Interdisciplinary, and Inter-Organizational Approaches in B2B Sales Performance Evaluation Research: Systematic Literature Review. JOURNAL OF BUSINESS MANAGEMENT[Internet]. 2020;12(2 ):285-314. Available from: https://sid.ir/paper/381949/en

IEEE: Copy

NASRIN RAZI, ASGHAR MOSHABAKI, SEYED HAMID KHODADAD HOSEINI, and ASADOLLAH KORDNAEIJ, “Convergence in Multidimensional, Interdisciplinary, and Inter-Organizational Approaches in B2B Sales Performance Evaluation Research: Systematic Literature Review,” JOURNAL OF BUSINESS MANAGEMENT, vol. 12, no. 2 , pp. 285–314, 2020, [Online]. Available: https://sid.ir/paper/381949/en

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